Universität zu Köln

Dunning, David, Anderson, Joanna E., Schloesser, Thomas, Ehlebracht, Daniel and Fetchenhauer, Detlef (2014). Trust at Zero Acquaintance: More a Matter of Respect Than Expectation of Reward. J. Pers. Soc. Psychol., 107 (1). S. 122 - 142. WASHINGTON: AMER PSYCHOLOGICAL ASSOC. ISSN 1939-1315

Full text not available from this repository.

Abstract

Trust is essential for a secure and flourishing social life, but many economic and philosophical approaches argue that rational people should never extend it, in particular to strangers they will never encounter again. Emerging data on the trust game, a laboratory economic exchange, suggests that people trust strangers excessively (i.e., far more than their tolerance for risk and cynical views of their peers should allow). What produces this puzzling excess of trust? We argue that people trust due to a norm mandating that they show respect for the other person's character, presuming the other person has sufficient integrity and goodwill even if they do not believe it privately. Six studies provided converging evidence that decisions to trust follow the logic of norms. Trusting others is what people think they should do, and the emotions associated with fulfilling a social duty or responsibility (e. g., guilt, anxiety) account for at least a significant proportion of the excessive trust observed. Regarding the specific norm in play, trust rates collapse when respect for the other person's character is eliminated as an issue.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Dunning, David UNSPECIFIED UNSPECIFIED UNSPECIFIED Anderson, Joanna E. UNSPECIFIED UNSPECIFIED UNSPECIFIED Schloesser, Thomas UNSPECIFIED UNSPECIFIED UNSPECIFIED Ehlebracht, Daniel UNSPECIFIED UNSPECIFIED UNSPECIFIED Fetchenhauer, Detlef UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-435349
DOI:	10.1037/a0036673
Journal or Publication Title:	J. Pers. Soc. Psychol.
Volume:	107
Number:	1
Page Range:	S. 122 - 142
Date:	2014
Publisher:	AMER PSYCHOLOGICAL ASSOC
Place of Publication:	WASHINGTON
ISSN:	1939-1315
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language THEORY RELATING SELF; 1ST IMPRESSIONS; SOCIAL NORMS; COOPERATION; GAME; RECIPROCITY; PSYCHOLOGY; PUNISHMENT; ALTRUISM; RISK Multiple languages Psychology, Social Multiple languages
URI:	http://kups.ub.uni-koeln.de/id/eprint/43534